Bachelor's degree in Business, Marketing, Supply Chain, Transportation, or related field preferred; equivalent experience considered.
7+ years of progressive B2B sales, business development, or strategic account management experience, particularly with complex enterprise customers.
Proven track record of originating and closing new business and expanding existing accounts.
Experience in trailer leasing, transportation, logistics, fleet, or equipment leasing preferred.
Strong financial acumen in pricing, revenue, margins, and profitability.
Responsibilities
Identify and secure new national account opportunities in the Midwest, focusing on the Chicago area.
Manage the full sales cycle from outreach to closing deals.
Drive strategic sales initiatives to maximize annual sales and profit plans.
Develop and manage a qualified pipeline of opportunities using CRM tools.
Build and maintain strong relationships with national account customers and decision-makers.
Create and execute strategic account plans to grow business and deepen customer relationships.
Monitor account performance and communicate forecasts and growth opportunities to leadership.
Benefits
Opportunity for significant travel, enhancing networking and relationship-building skills.
Engagement with senior decision-makers in large organizations, providing valuable experience.
Access to a collaborative work environment with cross-functional teams.
Potential for professional growth in a dynamic and fast-paced industry.
Full Job Description
Description
JOB SCOPE:
The National Account Executive will accelerate profitable national account growth across the Midwest, with particular emphasis on the greater Chicago metropolitan area. This position is responsible for identifying and securing new business, expanding relationships with existing national accounts, and developing strategic partnerships with senior customer decision-makers. The role will develop and execute account and territory plans, manage complex sales opportunities, and work closely with Premier regional and branch leadership to deliver customer solutions and achieve revenue and profitability objectives.
KEY RESPONSIBILITIES:
Business Development & Revenue Growth
Identify, prospect, and secure new national account opportunities throughout the Midwest, with a focus on the Chicago metropolitan area.
Manage the full sales cycle from initial outreach and discovery through proposal development, negotiation, and closing.
Drive strategic sales initiatives and programs in targeted national accounts to maximize Premier's annual sales and profit plan.
Develop and manage a qualified pipeline of opportunities; provide accurate sales activity, opportunity, and revenue forecasts using CRM tools.
Strategic Account Growth
Build and maintain strong relationships with National Account Customers.
Build productive relationships with transportation, fleet, procurement, and executive-level decision-makers within large, multi-location organizations.
Create and execute strategic account plans to expand Premier's share of business, grow profitable revenue, and deepen customer relationships across multiple locations.
Negotiate and implement Premier's national agreements.
Manage all information pertaining to national accounts to ensure compliance and consistency, i.e., contracts, competitive information, rates/pricing data.
Cross-Functional Collaboration
Prioritize and focus on targeted accounts based on branch feedback.
Ensure national account plans are properly managed across designated branches.
Ensure alignment and effective collaboration with the Central Region on national account activities.
Partner with branch operations, finance, and teams across Premier to resolve service, equipment, billing, and collection issues promptly while maintaining strong customer relationships.
Business Performance & Accountability
Monitor account revenue, profitability, pricing, competitive trends, and market opportunities; recommend actions that improve commercial results.
Track progress against sales objectives and communicate account performance, forecasts, growth opportunities, and execution risks to business leadership.
KNOWLEDGE, SKILLS, ABILITIES:
Strong planning, organizational and prioritizing skills and ability to manage multiple projects and timelines simultaneously in a fast-paced environment.
Strong problem-solving skills and business acumen.
Strong collaborator - respectful and accountable.
Experience developing and executing strategic sales and account growth plans.
Strong financial acumen in pricing, revenue, margins, and profitability.
Strong analytical and negotiation skills necessary.
Excellent communication and presentation skills, plus ability to influence others to achieve desired results using tenacity, and diplomacy.
Demonstrated hunter mentality, initiative, and accountability for sales results.
Ability to influence customer leaders and internal partners without direct authority.
Up to 60% travel required; must have a valid driver's license.
EDUCATION & EXPERIENCE:
Bachelor's degree in Business, Marketing, Supply Chain, Transportation, or a related field preferred; equivalent relevant experience considered.
Proven record of originating and closing new business, expanding existing accounts, achieving sales objectives, and negotiating complex agreements.
Trailer leasing, transportation, logistics, fleet, or equipment leasing experience preferred.
7+ years of progressive B2B sales, business development, or strategic account management experience, including complex enterprise or multi-location customers.
Experience working with regional or branch operations teams preferred.
TECHNOLOGY SKILLS:
High Proficiency in Microsoft Office Suites - Word, Excel, PowerPoint and Outlook.
Experience using CRM and other Sales collaboration platforms and tools to manage prospect pipelines, account plans, forecasts, and sales results.
